Sell Beyond Borders: How eMAG Helps Sellers in Bulgaria, Romania & Hungary – Mihai Lupascu, eMAG

This talk presents the opportunities for growth within the EMAG e-commerce platform, one of the largest in the region. The speaker highlights EMAG's history, which began over 20 years ago, and its expansion into Bulgaria and Hungary. They emphasize the platform's significant traffic, with over 36 million potential customers and a thriving ecosystem of over 56,000 sellers. Key growth programs such as Fulfilled by EMAG and cross-border selling options are outlined, showcasing how sellers can streamline operations and expand their customer base. The presenter also introduces marketing tools like targeted advertising and promotional campaigns to boost visibility and sales. Lastly, the speaker encourages potential sellers to engage with EMAG's resources and expertise to maximize their online impact.

Doberen. Hello everybody. Um it's not my first time in Bulgaria, but um it's the first time that I'm here presenting at the Balkan um summit. So thanks for the opportunity. uh we are going to spend together the next um 20 minutes detailing a little bit um about your opportunities of uh joining and growing on uh EMAG. If these uh 20 minutes sparkle your attention uh we are

right there with the booth. Me and my colleagues are waiting for you there to have a more detailed conversation about the opportunities that uh present on the EMAC platform. So I'll jump to the presentation because it's not a lot of time today. Uh I'll start by saying EAG is one of the biggest e-commerce platforms in the region and uh we are part of the person and process

group which is one of the biggest e-commerce groups in the world. They posted over $ 32 billion dollar revenue in the last fiscal year and they have uh businesses in e-commerce like e-mag classifies like Olex, food delivery, payments and uh fintech. Jumping to EAG, probably many of you already know we are um we are present in four countries in the region. uh e-mag the e-commerce platform is

the biggest player in the group and the reason why I'm here today. Uh it helps uh sellers um uh expand their sales into online. I wanted to put some milestones in the evolution of e-mag over the years. uh we started in uh 2001 um so more than 20 years ago with launching the EMAT. Row platform and afterwards we expanded in uh 10 years later in 2012 and

in 2013 to Bulgaria and to Hungary. Two other important milestones that are relevant for today in our revolution is the launch of the marketplaces which happened in 2011 in u in Romania and in 2014 in Bulgaria and Hungary. like a conclusion for this site. Uh we've been investing for more than 23 years um in technologies that help customers uh save time and money. And we've been also

investing for more than 14 years in developing marketplace tools and programs that help um company reach um online customers in the whole uh Uh all this hard work paid off. We've been um winning um um most powerful retail brand in Romania for many years in the row. Uh last time we won it in and also this hard work paid off by having propent awareness of at least

85% in all the countries that we are uh present. Uh why this short uh presentation about about EMAG is to is to is to show to you that we have a lot of experience uh a lot of experience that you can um access today in order to fuel your growth in the um online space in the entire region. Here are some numbers about the e-commerce perspectives in

the Romania, Bulgaria, Hungary region. Um, if you are going to join EMAC, this is what you get access to. So, you get access to over 36 million people in population. Uh, the internet access uh grew a lot in the last years and today we are at over 85% of the people in this region are using internet. uh and even if a lot of people are using internet

not a lot of people are buying from online as and as you can see uh the e-commerce share for the region is somewhere between 8% and 10% and this shows us that versus the 15% average in the European Union there is still a lot of growth potential for Romania, Bulgaria and um and Hungary. Uh I wanted to put some numbers in order to be more explicit for

the ones of you that want to join EMAG. Uh if you are joining, you are getting access uh to 120 million uh visits uh to more than 7.3 million active customers that are already using a huge amount of um of a huge database of already installed applications of around 6.5 million uh um installed applications. And you don't have to take my word for it. uh you can

uh just um look at what others uh other sellers have been doing u before you. We already are having more than um 56,000 sellers active in the unique sellers active in the whole ecosystem of EAG that already placed more than 30 million active offers in front of uh customers to to to sell them. uh once you join I showed you the join numbers and what's our value

proposition for new companies that are joining the the e-mega ecosystem. Once you join we thought of uh growth programs like we call them in order for you to um to reach your maximum potential as fast as possible. Uh here are a few of them. I want to first of all go through all of them and afterwards there are some slides that are detailing each of these uh

growth programs. I'll start uh with fulfilled by e-mag which is the fast and reliable solution that is brought to you by eag. You just have to place your goods into our um Romanian warehouse and you don't need to take care of uh picking, packing, shipping and not even returns. Cross Border is another um program growth program that we um we we are offering you. Uh okay. Everybody

is doing today cross border and everybody is saying it's doing cross border but um the companies that are truly um one click away from from selling in cross border are not that many and we consider our program it's as simple as if you join one of our platforms the source platform we call it is just a few clicks away to be a plug uh plugandplay solution to

sell in all the other countries. Uh if you are joining um EAG, you have the growth opportunity to address uh through the genius programs uh one of um our top customers, the ones that have the most recurrency and the ones that have um uh the highest CLV. It's 1.4 million customers in the region. It's 1.4 million out of the 7.5 million that I showed you earlier. Um

you can access this uh this um these customers by joining the genius program which I'm going to detail a little bit later. Uh afterwards on the right there are our um visibility and sales boosters we call them campaigns promo campaigns that's probably very explicit. When you join a campaign you get a sales and visibility incremental uh during that campaign. Afterwards, it's EMAG ads, which is a pay-per-click

uh pay-per-click program. I'm going to detail it also a little bit later. And last but not least, EMA Academy, which is the place where you find all of the articles and information that you you require to use the platform first of all and to to access all of the programs that I'm detailing here at maximum potential. As I told you, these are all the growth programs that

we put into a very summarized form in order for you to have a pretty good idea about what um what you can use to grow. I'm going to detail it afterwards slide by slide uh each each program. First was um fulfilled by EMAC which is like your logistic partners. Last I told you we are handling everything about the logistic even the returns. Even the returns for the

cross border uh we we are keeping them in our warehouse. Um our data is showing us that sellers that are using our logistic solution uh are delivering uh twice as many next day orders versus sellers that are using their own logistic solution. Uh now we have a free promo that it's running um and you get uh storage for the first 30 days of you placing products in

our warehouse. And another very important thing uh the last one from um from this slide uh that I want to mention is that uh your products if you store them in the fulfilled by e-mag program are going to get the deliver by e-ag filter in the platform which is a very used filter by the customers due to the trustiness it inspired due to a very good logistics

over the years. I think you already have it in that picture. It's called delivered by EMG, liver by EMG in uh Romanian. To put some pictures and some numbers behind the proposition from before, this is our warehouse. What's important for you to take out of this slide is like we have a very big warehouse. It's 250k square m. Who's ever into logistics knows how much of this

uh space really 250k m means uh square meters means. And another thing I want to point out, we are using the latest technology in logistics like we are using shuttle robots to to to move packages around the warehouse and we are even using automatic robots for picking the products at a very high productivity versus uh human u human pickers. The second uh growth opportunity that I want

to detail today which is I'm sure very important for the Bulgarian companies present in the auditorium. Uh is the grow is the crossber program which is the international expansion package how we call it. Uh what I want to point out first of all about the value proposition of this crossber that I was detailing a little bit earlier. uh sellers that are from um Bulgaria and are already

present in the program um have uh 70% on average have a 70% increase in sales versus their domestic sales. Why is this? Because the program is very simple. I'm putting here just a few key takeaways about what's the program offering. We are offering automatic translations. We are offering the free customer care that is going to be handled by us in the native language uh of the customer

of the client. And these two things about the offer export and price and stock synchronization they mean almost the same thing. When you list a product uh in one platform in what plat platform it automatically translates itself and it posts in the other platforms and you can also sync stock and prices. You just work with one platform and everything is synchronized between all of the other platforms.

Uh we do the price conversion and we do everything for things to be simpler for uh for you. Uh I was telling you a little bit earlier about the genius uh genius program. Uh why is this important for sellers and why we recommend all the sellers to be present in the genius program is because that you get that genius badge. When you have that genius badge on

your products um they are delivered free after a threshold. EAG is participating in the cost of the delivery. Um, and you get uh twice as higher conversion versus products that don't have uh the Genius badge. Uh, like I told you earlier, there are over 1.4 million Genius users in the whole region and they are accustomed to buying using filters about Genius products because of course they get

them for for uh for free. uh in order to better understand it because Genius is very new in Bulgaria. I wanted to put here a little bit of highlights about um what customers are getting when uh when they have Genius uh subscription. They are getting free delivery after 9 lea they are getting uh special deals. We are doing special promo campaigns that are accessible only for them.

uh we are doing uh genius family we call it so one subs one one subscription can be used by more than one person in the same household and the benefits don't only apply to eac they also apply to to to other platforms in the in the emac group uh the next point that I want to to to to show you it's um are the promo campaigns these

are one of the simplest tool that you can tools that you can use to to grow your sales. Uh it's like classic campaigns. We have a schedule of campaigns. You can join them. Uh you you do discounts for uh for customers. We are promoting this campaigns to the customers. uh and usually and on average sellers that are participating into campaigns have sell three times more than before

the campaign. Uh I wanted to show you we have a few types of campaigns. It's discounts. These are some executions from the past. It's discount campaigns. So discounting the price voucher campaigns that are applied to the basket and mixed campaigns. So we kind of have everything uh related to campaigns. Uh but what happens if you don't want to participate in a campaign or what happens if you

uh don't have a schedule similar to our campaigns let's say then we have solutions for this also. Uh we have badges and we know we all know that customers are searching for badges and searching for promotional offers. Um, we have badges. It's called smart deals badge. And all you have to do to get this badge is to uh lower the price versus your last 30 days price.

And you get this badge uh in the platform. It's like um um eliberating the the power to the seller to have a promo campaign wherever he wants it to get a badge and to get visibility for his schedule of campaigns, not only our schedule of uh campaigns. Another very important badge that I wanted to mention to you that has u um that is outside of the promo

campaigns is the super price or wow offer badge, how we call it in uh in Bulgaria now. Uh this badge stands out from the crowd. Uh customers are searching a lot for it. It's due to the fact that it's correlated with having a very good price versus the market. So if a seller has a good price versus the market, he gets this badge. Customers tend to buy

products with a good price versus the market. And this is why uh on on uh products that have this badge versus products that don't have this badge, they are expected to sell with a 1.5 uh% uh 1.5 higher conversion rate than the ones that uh that don't have the badge. Jumping to the next uh tool or program that we help you with uh in order to increase

your visibility is the e-mag ads or it's a pay-per-click advertising service like uh Google ads. Probably many of you heard about Google ads. You can promote your products in uh listing and search. you can uh have an automated or manual targeting of the products and uh to help you not exceed your budget uh on on of investment, we developed a credit limit for you to to have

a stop on uh on the amount of uh of um that you are really interested to to stop and don't promote it further. There's an execution about how it's showing the listing. You get that promoted uh badge. another thing that I wanted to mention, it's not that popular in Bulgaria because it's not available yet due to regulations. Uh but for seller that are sellers that are interested

into going in cross border and selling into um Romania we have a very big program of buy now pay later e-mag wallet it offers what's important for sellers to understand here is like there are more than 3 million eligible customers that based on an algorithm are getting um amounts of approximately 1,000 available each day in their um in their platform and they can use on buying uh

in um free in if zero interest installments up to six slices uh in the in the platform. Uh last but not least like like the last time this is IMAG Academy. Uh this is the main source of inspiration and learning for all of the sellers. It has more than 600 tutorials. It's uh accessible 24/7 and you can find here everything that you everything that you need to

know about um services and tools in our um in our marketplace. And that's about it for today. Well, we have the QR code. I just wanted to remember this QR code takes you to our on boarding uh where our colleagues will contact you afterwards. We also have a booth uh right there. Um and I wanted to point out like a conclusion. Um we have been uh we

are a part of a very big group of companies with experience. Uh we have been developing tools for more than 20 years. We are using them to develop uh and to develop your sales in the in the region with the programs that I showed you. So join us today. Thank